VIPs & Delegations

Steve Baker Head of Defence Engagement

• Delegation Profile

• DSEI 2013 - numbers

• MOD & Government Engagement

• DSEI 2015 - objectives

• DSEI 2015 - initiatives

• Delegation Visit Request Service

• Meet the Supply Chain

• Deadlines & Contacts

VIPs & Delegations

Delegation Profile

Delegation Profile Develop operational strategies

Specify future requirements

Engaged in procurement decisions

Influence and Shape future policy

Military: MOD HQ Departments Procurement/Purchasing Capability/Requirement Strategy and Plans Policy and Doctrine Supply and Logistics Operational Commands/Units Engineering Personnel & Training Gendarmerie/National Guards Government : Cabinet Office Home Office/MOI Foreign Office Executive Agencies Security/Border Control NATO/Joint Commands/Capabilities Disaster Relief/Humanitarian/Medical/UN Research & Development Diplomatic Staff

Decision Makers

Influencers

DSEI 2013 - numbers

• 29% increase in number of Official Overseas Delegations (97 vs 75)

• More Countries invited by HMG (69 vs 65)

• 76% increase in number of additional VIP Delegations (2528 vs 1436)

• More UK Ministers and Senior Officials (22 vs 17)

• 57% increase in programmed meetings/stand visits (2273 vs 1446)

• UK Ministers Engaged and Supported

• UK MOD Represented for the First Time

MOD & Government Engagement

UK

• 18-month programme of ‘Shaping the Agenda’ meetings with UK MOD and Government Officials

Overseas

• Focused on your priority markets

• Had a presence at over 40 defence and security shows around the world

• In the majority of cases we had a DSEI stand as well as staging receptions and holding private meetings with senior personnel from governments, defence ministries, military and media

• Targeted senior officers and equivalent defence & security officials serving in defence equipment, capability, policy, R&D and operational appointments

UK MOD & Government Engagement

DSEI 2015 - objectives

• Build relationships with UK MODs and Governments globally

• Secure strong support from UK MOD and Government

• Invite them to DSEI

• Deliver them to you

DSEI 2015 - Initiatives

33,000

1% - HMG Official Delegations (97 - 339)

Influencers (2528)

Programming

Large Programming Team comprising recently retired Military/Industry staff Target: 8,000 Meetings – cw 2,273 (250% increase on DSEI 2015)

Delegation Visit Request Service

Delegation Visit Request Service

Delegation Visit Request Service

Delegation Visit Request Service

Delegation Visit Request Service

Maximise your Opportunity

• Use your existing contacts (UK & Overseas) and invite them to DSEI

• Tell us if your VIP Exhibitor Guest accepts your invitation (Mil/Gov)

• Alert/Meet Defence & Security Staff in Embassies & High Commissions

• Alert/Meet UKTI DSO country desk officers

• Make good use of the Visit Request Service on EZONE

Submit a strong supporting statement for each visit request

Include details of what you wish to speak about

Provide information about what you will be displaying

Highlight the benefits that your product, technology or service will bring to the particular country or organisation

IT MUST BE RELEVANT TO THEIR NEEDS!

Meet the Supply Chain

• Seminar Content • Primes briefing to SMEs

• SMEs briefing to Primes (dstl Market Place)

• Programming • EZONE Meet the Supply Chain

• SMEs request to meet Primes - include supporting statement and marketing material

• Requests passed to Primes - Chief Engineers, Procurement & Supply Chain Managers

• Onus on Primes to accept meeting requests and arrange meetings – assisted by Programming Team

Deadlines & Contacts

VISIT REQUEST SERVICE - LIVE Friday 1 May 2015 VISIT REQUEST SERVICE - CLOSE: Friday 10 July 2015 (Deadline Day 2) PROGRAMMING TEAM: 1 June – 18 September 2015 PROGRAMMING: 1 June to DSEI • Programmers will match EZONE Visit Requests to Delegations • Programmers will liaise with you throughout the programming period to

arrange meetings

Not all requests will be successful

Deadlines & Contacts

Steve Baker Head of Defence Engagement E: steve.baker@clarionevents.com T: +44 (0)20 7384 7792 UKTI DSO Directory – Official Overseas Delegations: https://www.gov.uk/government/publications/ukti-dso-contact-directory London Diplomatic List - Defence Staff: https://www.gov.uk/government/uploads/system/uploads/attachment_data/file/408346/London_Diplomatic_List_-_March_2015.pdf UK Defence Equipment and Support: https://www.gov.uk/government/publications/de-s-organisation-chart

Programming Team Contact Details – passed to EZONE contact when known